How to Give Effective Feedback to Your Sales Staff

Recently, I discussed why coaching drives sales performance and helps originators learn new skills and why standards must be in place so the individual being coached understands the expected performance requirements. Today, I would like to share the most important key to successful coaching: effective feedback. Feedback is about the manager giving direction so the […]

Have you taken the first step in coaching?

Last week, I discussed why coaching is the most important component of a manager’s position. Effective coaching by the direct manager ensures that new behaviors are adopted by the originator. Otherwise, the sales person will revert back to their old habits at the first signs of stress. As we move into a more difficult marketplace, […]

How to Transition to a New Market Environment

With the market changing to purchase money, I am often asked what sales training senior executives can implement to help their sales staff make the transition successfully. Senior managers are startled when I tell them that the best training investment a company can make is to train their sales managers on how to effectively coach […]